Episode 15 - The Forecast Lie
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Episode 15 - The Forecast Lie
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Only 7% of sales teams forecast within 90% accuracy. So what's wrong with the other 93%?
In Episode 15, James pulls apart the forecasting lie, why your CRM, your board deck and your finance model can all show different numbers, and why the uncomfortable truth is usually that all of them are wrong.
You'll hear why most forecasts are built to be presented rather than to be accurate, why human judgement (not maths) is the biggest source of error, and how to spot the three lies hiding in every pipeline: optimism, inertia and politics. Then James shares the commitment ladder: commit, best case and pipeline, plus two exceptions, omit and bluebird. A simple way to make every deal earn its place on evidence, not feeling. Plus the £100 test that gets reps honest fast, and a close-date tip that quietly protects your accuracy.
Seven things to take away, and one idea to hold onto: a forecast isn't a number, it's a promise. Make one you can keep.